Marketing: three step negotiation of developing target customers for coating enterprises

Core tip: the so-called negotiation means that after the first round of visit and negotiation, i.e after market sweeping, target customers meeting our investment promotion standards are screened out and further in-depth communication is conducted to reach cooperation intention 1 In the process of developing market and establishing business cooperation, the main negotiation contents can be carried out in the following ways: (1) introduce our company's scale, strength and position in the paint market to the other party Under the condition of high competition in the coating industry, our company still grows by X% every year, with sales volume reaching x billion yuan last year, and the company invests 10 million yuan in technology development and product renewal every year, Paint agent, top 10 Chinese wall paint brands Recommended introduction: interior wall paint and exterior wall paint can achieve beautiful, clean and pleasant effects, but the effects in different environments are different, so the color of the paint will be different There are ten brands of Chinese paint, ten brands of global paint, ten brands of Chinese wall paint, and ten brands of Chinese paint, Famous trademark of Chinese paint and coating In private rooms, most of us choose according to our own personality, personal hobbies and living habits The younger generation will choose the interior wall paint with rich colors and bright colors, while the older ones will have some working experience Paint Home News: the so-called negotiation refers to the first round of visits and negotiations, that is, after the market sweeping, the target customers that meet our investment promotion standards are screened out and further in-depth communication is carried out to reach the cooperation intention 1 In the process of developing market and establishing business cooperation, the main negotiation contents can be carried out in the following ways: (1) introduce our company's scale, strength and position in the paint market to the other party Under the condition of high competition in the coating industry, our company is still growing by X% every year Last year, the sales volume reached x billion yuan The company invests 10 million yuan in technology development and product renewal every year, which is one of the largest production lines of waterborne coatings in China (2) the products won the Grand Slam of industry honor, including Chinese famous brand, Chinese well-known trademark, water and oil-based ten rings, etc the brand coating is one of the eight famous brand products that stand out among more than 8000 domestic brand coatings (3) CCTV and other high-end media's strong pull and the actual support of local advertising are few in the industry (4) Successful 3 + 5 + 5 market operation mode will play a direct role in dredging customer channels, so as to eliminate customers' worries after purchase (5) Not only make friends with the guests themselves, but also take the initiative to keep in touch with the relatives of important clients, such as visiting the clients' home, sending gifts, sending a beautiful birthday, Christmas, Spring Festival greeting card, a box of beautiful mooncakes on the eve of the Mid Autumn Festival, a calendar or desk calendar printed by the company at the end of the year, and going to the doctor for weddings and funerals Hospital visits and so on, in a word, fully use emotional contact 2 Eliminate customer objections (1) eliminate price too expensive objections: in the negotiation, some customers often say that the price of brand coating is too high, and they are worried that it will not sell For such customers, we say to the customers: the price positioning is not a problem for your dealers, which is considered by our company according to its own cost, competitive products and its own brand positioning If it is set too high, it is our strategic problem, which will be adjusted naturally, but we are still developing rapidly, and the price problem is not the main obstacle affecting our development, Most dealers can accept the price of brand paint Besides, there are many brands whose price is higher than that of brand coating, such as Libang, duluxi, China Resources, three trees, Bauhinia, Dabao, crocodile, etc., which are also sold well! The price can't be negotiated It's unified across the country If you want to accept our brand, you need to accept our price (2) Eliminate the objection of the first batch of purchase quantity: some customers feel too much when they hear about the first purchase quantity We should say that in fact, we don't attach great importance to the first purchase quantity When you sell out, you will continue to purchase The purchase quantity is only the most basic standard for us to measure whether the dealers have the capital strength (3) Eliminate the objection of margin: many customers can't understand our company's collection of market margin Our purpose of margin collection is to standardize the market and protect the interests of dealers Because the paint is durable goods, not a commodity purchased frequently, it may take more than ten years to buy after buying Therefore, my mother must ensure the uniqueness of the dealer's sales To ensure the most basic profit, what guarantee? It's a guarantee In addition, we don't charge you for the number of stores you open, the shelves, models and other accessories in the early stage There are a large number of stores to install and sell, and the money for accessories is not only the deposit Channel management makes paint marketing more and more specialized Marketing tactics: the wrong distinction between marketing and marketing Is it really good for paint products to open stores in the community? Will consumers accept it? • the more Gabrielle does, the more she gets angry! Dorothy is still in May Day! This is Nao This Tu enterprise is married to "Yanxing Ganlu"! Is it true? Paint marketing: This is the worst time for dealers and the best time for dealers Safety is more important than heaven and responsibility is more important than mountain! Bards group Zhongshan plant area consumption, communication, sharing and win-win -- Sofia home visiting Dongguan Dabao chemical industry, coating marketing: who has U-shaped consumption achieved in the coating industry? • these companies are all "potential", which company or "location"? Qingdao Ali master paint Co., Ltd of Shandong Province has joined us: 10000 women are not allowed to use small paints for large purposes Decoration and home furnishings are so simple (1) the home of coatings focuses on coatings, diatom mud, paint coating, coating technology, news and coating of fire-resistant coatings, diatom mud, paint coating, coating technology, decoration knowledge and decoration effect map of fire-resistant coatings,